You feel mixed emotions as you consider leaving your day job to
work for yourself. One moment, you're so pumped, you can't
think about anything else. But the next, you're stricken with
fear, intimidated by the uncertainty that lies ahead. (What if I
fail? What do I even know about starting a business, anyway?)

"[Intimidation] is a feeling that somehow you aren't
good enough," explains David Verchere, 33, CEO of Corporate
Gear LLC, a New York City exchange and application service provider
for the promotional products industry that recently closed a $1.5
million financing round. "We all classify ourselves in
relation to others. When we apply that to our ambitions, we
don't always see our potential, but rather our
limitations."

Richard Kaufman, 31, agrees. "When you're intimidated,
you feel doubt and uncertainty about whether you're up to the
challenges that life throws your way," says Kaufman, president
and CEO of Sweepsclub.com, a Deerfield Beach, Florida, direct
Internet marketing company. "You wonder if your ideas will be
accepted by your family and business associates. And then there is
a fear of failure...especially when you have successful
competitors."

Every aspiring entrepreneur gets intimidated to some degree.
That's a given. Here's how they overcome those feelings of
intimidation and accomplish their goals:

Learn, learn, learn. "The more you know [about your
business]," Verchere advises, "the less intimidated
you'll be when people confront you with new situations."
How do you get over the learning curve? Block out 10 to 30 minutes
each day to read industry publications and books. Study your
competitors religiously. What are their latest developments? How
can you better differentiate your company? "Knowing your
product and competition will help you overcome the intimidation you
may be feeling," says Kaufman.

Never let them see you sweat.What should you do if you
don't know the answer to a question at, say, a sales call or
investor presentation? Stay cool. Whatever you do, don't act
defensive. If you're not sure of the answer to a question,
calmly admit "I don't know, but I know exactly where I can
get the answer. I'll be happy to get it for you ASAP."
When you keep your poise, no matter what, you build credibility
with those who challenge you.

Don't fear failure."Even some of the most
celebrated business leaders, like Steve Jobs with Apple Computer,
have [at times] fallen on their faces with the companies they have
launched," says Kaufman. "Yet, even with failure comes a
learning curve that can help you be successful in your next
endeavour. It's important to remember that failure is an
ingredient of success."

Get the right perspective. Suppose, for example,
you're having trouble getting clients to pay you on time. The
reason is most likely that, deep down, you feel "guilty"
about invoicing clients, as if you must apologize for charging for
your products and services. Now, this feeling, especially with your
first customers, is normal. You need the business and want happy
customers. But if you allow this thinking to dominate you,
you'll come across as a pushover to customers-
they'll take advantage.

Sean M. Lyden (seanlyden@mindspring.com) is
the principal and senior writer of The Professional Writing
Firm Inc., a Kennesaw, Georgia, company that specializes in
ghostwriting articles. Lyden writes frequently on motivation,
management and marketing issues. What psychological obstacles to
success are you trying to overcome? Tell us at bsumag@entrepreneur.com.

R-E-S-P-E-C-T

How do you gain the right perspective and leverage in your
business dealings?

Ask yourself questions like "Why should I feel
guilty for providing a valuable product or service? With the
benefits I bring to customers, why shouldn't I get paid-and get
paid on time?"

Hire an attorney to put together your contracts. While
it costs you upfront, customers will take you more seriously,
saving you time, money and heartache in the long run.

ReadWinning Through Intimidation (Ballantine,
$5.99, www.randomhouse.com) by Robert J.
Ringer. This book will teach you how to turn the tables from being
intimidated by people or circumstances to being able to hold your
own.